F ro m a c c e s s i n g v i t a l p ro d u c t d a t a t o t h e e l i m i n a t i on
o f c o s t l y e r r or s , N BG ou t l i n e s t h e b e n e f i t s f o r
P a r t n e r s of i t s i n v e s t m e n t i n t o i t s I T i n fr a s t r u c t u re
3 2 N AV I G ATI N G T H E E C O M M E R C E L A N D S C A P E
K e y t i p s f o r m a k i n g a mo v e i n t o on l i n e t r a d i n g .
3 4 G R E AT E X P E C TATI O N S
H o w d i gi t a l s o l u t i o n s c a n a l l o w m e r c h a n t s t o m e e t
t h e e v o l v i n g e x p e c t a t i o n s o f t h e i r c u s t o me r s
3 6 T RA N S F O R M I N G B U S I N E S S P R O C E S S E S
J o b m a n a g e m e n t s o ft w a r e t h a t l i n k s t h e s u p p l y
c h a i n a n d off e r s a d v a n t a g e s fo r m e rc h a n t s .
3 8 N E T W O RK I N G E V E N T
B u i l d i n g e n h a n c e d n e t w o r k r e s i l i e n c e , s e c u r i t y a n d
e f fi c i e n c y i n t o y ou r I T s y s t e m s
4 0 I T R O U N D - U P
PLUMBING & HEATING
4 3 G RE E N L I T FO R G RO W T H
I n v e s t me n t a n d e x p a n s i o n a t N a v i ga t o r M S L
4 4 S U S TA I N A BL E S U P P LY C H A I N S
T h e l a t e s t m e r c h a n t s e c t o r mo v e s i n t o t h e h e a t p u m p s a n d w i d e r re n e w a b l e s m a r ke t
4 6 S K I RT I N G TH E I S S U E S a v i n g v a l u a b l e fl o o r s p a c e w i t h t h e e a s y -
- i n s t a l
, e n e rg y e ff i c i e n t T h e r m a S ki r t i n f r a re d h e a t i n g s y s t e m .
4 7 P RO D U C T S & S E RV I C E S
SPECIAL REPORTS
8 NMBS CONFERENCE
Reporting back from the NMBS All-Industry Conference in Cyprus.
12 FUTURE-PROOFING
The inside track on Jewson’s ‘Branch of the Future’ concept
14 BUILDING RESILIENCE
Ten-25 Software’s Ian Oldrey asserts that merchants need to look forward, not back…
21 INTEREST IS REVVING UP!
Sign up for the 2025 Pavestone Rally!
Time to deliver
By the time this issue lands on your desks, the general election campaign will be almost at an end Since the initial surprise of PM Rishi Sunak naming a much earlier date than most anticipated, am I alone in feeling that I haven’t really learned too much from the campaign itself ?
None of the television debates or inter views with the party leaders (or their surrogates) have felt especially illuminating, and much of the media discourse again seems to have focused on the personalities and political machinations rather than the actual substance and potential impact of any proposed policies
And for all the promises, ‘deliver y ’ has been a real problem in our politics for far too long, in fairness compounded by the scale of near-unprecedented external shocks such as Covid and the war in Ukraine. Furthermore, the composition of the future Parliament will be fascinating, given the vagaries of our voting system, and implementing policy whoever takes power will clearly be crucial
If the opinion polls are even remotely correct (and barring any truly major shocks on the campaign trail between now and polling day ), we are looking at a Labour-led Starmer government, but who can really be sure?
The answer will come soon enough but, whatever happens, the incoming government will have a substantial list of challenges to work through. With a new, five-year mandate, each of the likely parties of government will want a period of stability after the tumult of recent years and both will emphasise the need to
“turn a corner and deliver growth.”
Accordingly, one can be sure that construction will have a vital role to play
Both Labour and Conser vatives, for instance, are promising a major programme of housebuilding, throwing off the supposed shackles of regulation and planning restrictions. A key question therefore, as argued by the CPA’s Noble Francis at the NMBS Conference (see our review on page 8), is “Who is going to do the work?” as the industr y is struggling to retain and recruit the skilled workforce it needs now, much less to effectively double the number of homes being built…
Indeed, the sector’s trade organisations and industr y bodies have certainly not been shy in raising such vital issues For example, the latest rallying cr y from the ‘Get Britain Building’ campaign a coalition between the Builders Merchants Federation, the Federation of Master Builders and the Modern Masonr y Alliance sets out “ten primar y recommendations for the next government to urgently consider and offers a blueprint for long term sustainable growth ”
The National Federation of Builders, meanwhile, has released its 2024 Election Manifesto, ‘Supporting Construction to Power Growth’ NFB CEO Richard Beresford succinctly presents the argument by saying: “ The reality is obvious; the construction industr y is a key component for the UK to meet its numerous challenges and therefore the incoming government must not only understand where the barriers to our industries’ growth exist, but what that means for the UK’s ambition ”
Crucially, and returning to the point about implementation rather than the soundbites and slogans which have dominated the campaign and, indeed, far too much of the recent political cycle in general the NFB argues that the carefully considered recommendations in its document “ are deliverable within one parliamentar y term ”
With the right framework and support, construction can drive the economic recover y the nation so urgently needs The industr y is ready to act, and any new government must now help it to deliver
Editor Paul Davies
Group Advertisement Manager Craig Jowsey craig@hamerville co uk Tel: 07900 248102
Advertisement Manager
Ian Duff
Tel: 01204 596633/ 07810 353525 probuilder@sky com
Design Adeel Qadri
Group Production Manager Carol Padgett
Production Assistant Kerri Smith
Circulation Manager Kirstie Day
Fax: (01923) 246901
INDUSTRY CALL TO “GET BRITAIN BUILDING” TO DRIVE ECONOMIC GROWTH
Rallying cry
With the General Election campaign in full swing, the Builders Merchants Federation, the Federation of Master Builders and The Building Alliance have called on the next government to Get Britain Building to help kick start the economy.
Collectively, the organisations are leading the “Get Britain Building” campaign and its message to the next government is that investing in UK construction and in particular, new home building and retrofit will help drive the economic recover y the countr y badly needs, as construction affords a strong multiplier effect driven by UK produced goods and skilled labour
The headline asks for the next government are to:
• Kickstart new homes deliver y
• Deliver Retrofit of existing homes at scale
• Invest in the UK building products industr y, decarbonised energ y, and training and skills
The campaign outlines that construction output has suffered over the last twelve months, yet as inflation reduces and with interest rates likely to fall, it argues that this is the time “to change gear and back the UK building products and construction industr y which is ready to act at pace and provide the economic stimulus the countr y so badly needs.”
The trade bodies behind Get Britain Building collectively represent an industr y
worth over £45 billion pounds and employing over 200,000 people. In total, the campaign sets out 10 primar y recommendations for the next government to urgently consider and offers a blueprint for long term sustainable growth that would deliver the future proofed homes we need, using British made building products and skilled labour to support the transition to net zero in the built environment
BMF CEO John Newcomb said: “We need fresh impetus from the next government to speed up the building of new homes where they are most needed. If we are to get anywhere near the current 300,000 homes a year target, government must encourage small firms to build affordable homes in their locality
“With the right materials, local builders can also provide the backbone of a properly funded nationwide retrofit programme to improve the thermal and energ y performance of existing homes ”
John continued: “With the national launch of our building materials sector awareness campaign this autumn, we look for ward to showing ministers in the new government how building products manufacturers are making a material difference to the built environment of this countr y. ”
Barcelona bound
With the destination announced at the recent NMBS Conference in Cyprus, the BMF has confirmed that the launch of the 2025 BMF All Industr y Conference to be held in Barcelona from 12 to 15 June next year has been the most successful to date, with early bird places selling out on launch day
Taking the theme Building Tomorrow Together, the event will take place at the five-star Torre Melina hotel and will be hosted by Mark DurdenSmith who is back by popular demand following his outstanding performance at the previous BMF event in Istanbul in 2023
memb ers Pr imaf low F&P and B axi w it h t he dist r ibutor and le ading he at ing and hot water manufac turer t he l atest in a g row ing cohor t of plumbing and he at ing sp e ci a lists to sig n up.
BMF CEO, John Newcomb said: “Plumbing & Heating is an important sector within the BMF, with 15% of members categorised as P&H specialists, and most generalist merchants also ser vicing the P&H needs of their customers ”
The Worshipful Company of Builders’ Merchants has launched a completely redesigned website, incorporating a host of new features for members as well as better representing the Company to the industr y and the wider public
On the revamped site, visitors can learn more about the histor y of the Company and the Liver y movement as a whole, as well as details of the Company’s current Master, Court and Officers The website also features details of the Company’s latest news and events, charity work, and the training grants and support it offers to individuals and companies within the builders’ merchant sector
Following the news last month that CT1 has reaffirmed its partnership with Fortis, the supplier reports now “the commencement of an exciting new chapter in its journey through a strategic partnership with NBG.” The decision to forge this alliance is said to underscore CT1’s strategic vision to expand its footprint and amplify its impact across diverse markets
With NBG's extensive network, established reputation, and deep-rooted industry insights, CT1 gains access to a broader customer base and enhanced distribution channels, and the move is described by the manufacturer as “setting the stage for accelerated growth and market penetration ”
At the core of this partnership lies a shared ethos of excellence, innovation, and customer-centricity Moreover, CT1 has announced its platinum sponsorship of the upcoming NBG Conference in November, further solidifying its dedication to driving innovation, progress and relationships within the construction sector
The BMF has a ls o conf ir me d t hat t wo ne w business es have j oine d as Supplier
With places selling fast, those wishing to attend are advised to register as soon as possible. Merchants can book online via www rdr link/mbf003
CT1 urges NBG Partners to “keep an eye out for introductory offers for members” as the supplier and buying group continue to innovate and drive positive change in the industr y.
NMBS CONFERENCE
One for all
With a parade of thoughtprovoking speakers from all corners of the industry and beyond taking to the stage across two days at the well-appointed City of Dreams resort hotel in Cyprus, a number of recurring topics neatly underlined the ‘One Industry’ theme of this year ’ s NMBS All Industry Conference
From MD Chris Hayward’s opening address and Commercial Director Andy Hextall’s early summar y, the mission statement was clear : despite the headwinds of economic and political challenges, “unity and collaboration can help drive the building materials industr y for wards” whilst the event itself offered delegates “opportunities for reflection, adaptation and growth ”
Chris explained that NMBS’ focus remains on improving its ser vices, developing its membership pipeline and continuing to embrace the advantages of digitisation with Andy stressing the importance of talent retention and development, facilitated by boosting the profile of the sector through initiatives such as the Maddie Rose campaign and support for the BMF’s awareness programme
Net zero and the ensuing market for sustainable retrofit represents a huge opportunity as these upgrades “will all need to be ser ved by this sector” whilst efficiencies can be delivered via digital advances including AI, product data standardisation and developments such as NMBS OnePlace
Indeed, these key topics which can be summarised as staff recruitment and retention, an extended range offering to meet changing customer expectations (with particular focus on sustainable retrofit) and digitisation, from product data and ecommerce to cyber security and business efficiency were referenced throughout the
duration of the event and will underpin how successful the sector will be in meeting the challenges it faces
For example, NMBS Head of Sales & Marketing Dean Hayward and Marketing Co-ordinator Charlie Smith tackled the subject of skills and recruitment with Charlie offering her own unique perspective as a recent apprentice herself, whilst h&b Commercial Director Glenn Paddison outlined how “the retrofit revolution is an unmissable opportunity for builders’ merchants.” Business analysist Steve Collinge urged delegates “don’t sit back” in the face of industr y disruption while Bradfords CEO David Young informed the audience about how the 254-year old business has continually reinvented itself and adapted to an ever-evolving market.
“Unity and collaboration can help drive the building materials industr y for wards.”
Offering the wider context, Noble Francis, Economics Director of the Construction Products Association, highlighted a number of emerging ‘ green shoots’ of recovery as inflation slowed and interest rates appear to have peaked however, with consumer confidence vital to growth, he cautioned that a further 1 5million households are still to face the impact of higher rates as they come off fixed mortgage terms.
Anticipating that activity in private housebuilding and domestic RMI will remain difficult for the next 6-9 months before picking up again in 2025, in common
Affording delegates the chance to pause and reflect by stepping away from the maelstrom of day-to-day business, the NMBS All Industry Conference took place recently in Cyprus. PBM catches up on some of the key talking points.
with a number of the other speakers, Noble cited the main challenge for the sector is the question of “Who is going to do the work?” e industr y is “rapidly” losing older workers, whilst the sector is also contending with a large number of firms going out of business his main takeaway, therefore, is to consider both the short- and long-term impacts of skills shortages and recruitment
With the essential, intensive ‘Meet the Merchant’ session facilitating a host of concentrated discussions between merchants and their supplier partners, Conference also once again provided a vital conduit to develop new and existing business relationships alike through ample informal networking opportunities beyond the business programme itself
n For a more in-depth review of the 2024 NMBS All Industr y Conference, use the shortcode www.rdr.link/mbf004
n For more information on the ser vices available via NMBS, use www.rdr.link/mbf005
M A R K ET M O N
in association with
Home Improvement Index
Insight into homeowner spending trends has been revealed in a major new study by data analysts Barbour ABI to monitor activity across the sector.
The findings of the Barbour ABI Home Improvement Index confirm that demand for extensions, loft conversions and garden work has “fallen dramatically” following a post-pandemic boom, however focus has shifted towards green energy upgrades as homeowners seek to reduce bills The study contends that the number of home improvement applications has fallen by 27% overall since 2021, with 2023 seeing the lowest numbers since 2013.
This fall follows an unprecedented spike in activity following the pandemic that saw nearly 450k applications in 2021.
Brian Green, consulting analyst at Barbour ABI, said: “The build-up of excess savings from reduced spending on holidays and entertainment and the sense of being caged during lockdown generated a surge in home improvement in 2021 That exuberance in the market has now yielded to the downward pressures created by a cost-of-living crisis.”
S o l a r a nd i n su l a t io n b o o s t
It is not a story of decline across all spending types. In 2023, there were two and a half times as many applications citing solar panels as in
2019. Insulation is one and a half times higher than in 2019, and 60% up since 2021
Brian explained: “There has been a swift transition over the past year or so in the motivations for home improvement among households From a pandemic-prompted eager ness to invest in improving outside space or a home office we have seen households increasingly driven by the cost-of-living crisis
“There are challenges ahead for those working within the home improvement sector, however there are also oppor tunities for businesses who can adapt to shifting market trends.”
“It’s clear that a desire to cut household energy bills is driving a shift to green energy solutions. While home improvement applications fell, the number including solar panels is skyrocketing Insulation is on the up too people are looking for easy adjustments that they can make to try and bring energy bills under control ”
He added: “The upshot is that there are challenges ahead for those working within the home improvement sector However, there are also opportunities for businesses who can adapt to shifting market trends.”
R e g io na l v a ri a t i o n s
Across the country, the cost-of-living crisis is shown to be “impacting harder on some regions than others.”
The findings show regions that saw the biggest drop last year were Wales (-16.8%) and the North West (-14.1%) where “low house prices relative to the rest of Britain and recent falls in prices are inevitably inhibiting investment in home improvement in these areas ”
Conversely London saw the smallest fall in applications with wealthy areas in the capital such as Kensington and Chelsea seeing applications rise sharply in contrast with lower income areas in the rest of Great Britian
n More detail on the Barbour ABI Home Improvement Index can be found via www.rdr.link/mbf006
Jewson has recently opened the doors to its refurbished branch at Bridgwater, which becomes the first to demonstrate its ‘Branch of the Future’ concept.
Future-proofing
As part of its parent company STARK Building Materials UK’s ‘Trust in Better’ strategy, Jewson is implementing a comprehensive investment programme to optimise its nationwide branch network, including major refurbishments and new purpose-built distribution facilities The Bridgwater branch in Somerset is the first to be totally transformed, representing a significant milestone on the builders’ merchant’s stated “transformation journey to bring the UK’s hard-working professional
tradespeople what they need to grow their own businesses ”
Featuring the new Jewson brand identity unveiled at the inaugural Jewson Live On Tour, the company ’ s industr y engagement event that has been brought to customers at regional venues across the UK the new look is said to symbolise the improvements the company has been making to its value proposition for customers including range, availability, price and distribution enhancements.
For the wider rollout, Jewson has been actively asking customers for their feedback and the changes being made are a direct response to ensure it provides an “extensive and expanding range of products” in addition to providing the high quality, consistent services professional tradespeople require
The full rebrand and the Branch of the Future concept can now be seen at its Bridg water depot in Somerset Previously a Jewson Civils Fraser outlet, the redesign is intended to ensure it is “easier and quicker for SME builders, carpenters, roofers, landscapers and more to find the range and availability they need for a whole job, with the product assortment positioned close together for efficiency”
SKUs have been increased from 3,000 to 4,500, for example, providing customers with ever ything they need under one roof Opening hours have also been extended, with the branch open from 6:30am to 5:30pm, whilst extra vehicles have been added to the fleet to meet customers’ deliver y requirements.
In addition, the branch features covered drive-through loading bays and ser vice areas so customers and their materials including treated timber aren’t exposed to the British weather
“With our new Branch of the Future concept, we ’ re not copying anyone else in the market; instead, we ’ re car ving out a new Jewson, and there is a wealth of features being implemented solely with the customer in mind.”
The trade counter area, meanwhile, has been repositioned to occupy a central position near the depot’s main entrance to provide a more welcoming environment for customers whilst also ensuring staff have full visibility of the shop Clear signage directs customers to the well-merchandised product groups, whilst a separate Tool Hire counter is also in-situ close to the entrance to the warehouse
Further features include the availability of high-quality food and drink, along with technolog y charging bays and modern meeting areas for project discussions and for customers to use with their own clients all intended to ensure that it “feels like the branch is their own ”
Customers, colleagues and local dignitaries were invited to take a first look at the newly refurbished branch when it officially opened on 28th May 2024, with Jewson offering on-the-day giveaways, supplier trade deals, new account offers and free food and drink
John Carter, CEO of STARK UK, said: “Bridg water is the ver y first step on the exciting journey we ’ re taking here at Jewson to become the most trusted builders’ merchant for UK tradespeople.
“With our new Branch of the Future concept, we have a brilliant opportunity to create something that we believe is truly unique and valuable, with the backing of the STARK Group, Europe’s strongest and biggest chain of merchants We’re not copying anyone else in the market; instead, we ’ re car ving out a new Jewson, and there is a wealth of features being implemented solely with the customer in mind ”
John continued: “We’re dedicated to delivering great ser vice, which is about the customer being acknowledged the minute they walk through the door ; our teams being inherently inquisitive about what they’re working on, what’s going well, any challenges they’re facing and how we can help them We’re relationship focused rather than transactional, and we ’ re there for the long-term value that we can offer to tradespeople and businesses including how we can help them deliver an exceptional ser vice to their own customers
“We’ve made a commitment to listen and learn from customers when they start using our Bridg water branch, because we want to be the ver y best there is out there We want customers to be excited when they arrive and be excited about coming back again I have ever y confidence that will be the case at the brilliant new Bridg water branch, and I’d like to congratulate ever yone involved in getting it to where it is today ”
Andy Jordan, Regional Managing Director for Jewson South West, added: “It has been fantastic to welcome so many members of the Bridg water community to our new branch, taking a first look at ever ything we ’ re doing to look after our customers
“Ever ything in our branch is designed around them to help them work efficiently, meet their own customers’ needs and to grow their own businesses. Our doors are firmly open for business, and we look for ward to being an integral part of the day-to-day lives of professional tradespeople and builders from Bridg water and the surrounding areas ”
FACE TO FACE
Although the UK merchant market may not be quite as familiar with the Hultafors brand name, its Swedish Heritage goes back to 1883 when founder Karl-Hilmer Johansson Kollén designed what is now the world-renowned folding rule Since then, the company has spent the last 140 years developing and manufacturing high-quality tools for the professional
Part of the Hultafors Group, Hultafors tools fall under the Hardware division in the UK which has grown in recent years to include Telesteps, the number one in telescopic ladders, and Denmark’s innovative Scangrip lighting brand which sit under the group banner alongside iconic British tape manufacturer, Fisco
PBM speaks with Rob Cullen, National Sales Manager UK & Ireland – Hardware, at Hultafors Group UK.
QHow did you get into the industry and to your current position?
AAfter returning from a year travelling, I knew that I wanted to be involved in sales and the tool industry in particular as this had always been an interest of mine I started with DeWalt on the demonstration vans which gave me a solid foundation selling premium products to end users
Moving to Toolbank, I worked my way up to look after some of its key accounts This gained me the crucial two-tier sales experience that has been a cornerstone of my career to date
I was headhunted by Master Lock to look after the Toolbank account in its entirety and during my time here I was also National Account Manager for the ‘big box retailers’ too
In October 2023, I started with Hultafors as National Sales Manager to head up a team to re-launch the quality brands back into the UK & Ireland
Q What are the current challenges facing your company?
A We currently have a small, dedicated and focused team We believe people make a company, so the challenge is always finding the best people to fill roles as the company follows its exciting expansion plans
Q And what do you see as the current challenges facing the merchant sector?
A As with so many areas of business, the current economic climate is always a challenge and can
lead to an increase in theft from merchants Getting people in through the door can also be difficult with the increase in online shopping across all categories This is a shame as quite often the merchant’s portfolios are hard to beat
“Pressures from the larger construction companies and councils to reduce their CO2 are becoming more evident, and the merchants are doing well to assist with their customers’ needs.”
Q
How important is the issue of sustainability becoming to the merchant sector?
A Being a Swedish company, we often lead the sustainable journey within our industry Pressures from the larger construction companies and councils to reduce their CO2 are becoming more evident, and the merchants are doing well to assist with their customers’ needs
I do feel that soon there will be increased pressure on tradespeople to demonstrate their green credentials, especially as end-users continue to strive for a more sustainable lifestyle and want to be seen this way by their peers
Q What has been your biggest challenge so far?
A
Probably my current role! But I wouldn’t change it as the reward of seeing our brands grow and my team develop is so fulfilling
Q
And what has been the highlight of your career to date?
A
One highlight I remember fondly is winning the Ridgeons’ Representative of the Year, and then winning the Supplier of the Year This was special to me as it was voted for by Ridgeons branches and was my first recognition from within the industry for the value that I added to their business
Q Finally, where do you see yourself in five years’ time?
A My journey with Hultafors has only just begun and we have so many exciting plans for the future As we continue to grow and introduce new categories and brands, there’s plenty to keep me busy I look forward to the challenge!
n For more information on the full portfolio and support services offered by Hultafors, use the shortcode www rdr link/mbf008
Keylite Roof Windows has appointed Shane Kerlin (pictured) as Managing Director for UK & Ireland Coming from 18-years’ experience in multiple markets and business sectors, Shane has been Director of Finance at the firm since December 2019
Working with newly appointed Sales Director James Malkin, he will focus on boosting the sales and distribution performance whilst previous MD Jim Blanthorne takes on the role of Keylite Group MD as part of the new change of structure
Danny Spokes has been promoted to the role of Divisional Managing Director for IBMG’s South West build division The ppointment heralds the restructure of the region’s operation to lign with the wider structure of the Group with Toby Constable ontinuing to lead its build division in the South East, with Mat Miller in the North
Danny was previously MD of IBMG’s roofing division where he had overseen its development to become one of the largest oofing merchants in the country
Following the announcement that CEO Martin Mongan is to retire at the end of the year, Bristan Group has confirmed that Jen Cassidy will take over the role from 1 January 2025 Jen joined Bristan as Chief Marketing Officer in August 2021 following senior roles with Wolseley, Kohler Mira and more latterly, Linn Products
She said: “Having fallen in love with Bristan Group and its extremely talented people from the moment I joined, I am honoured to be given the opportunity to lead the business, to build on Martin’s work and to continue to deliver on the company ’ s strategic roadmap ”
Scott Taylor has been appointed as Area Sales Manager for Kinedo in Scotland and North East Also representing Saniflo in Scotland, Scott has worked in sales and key accounts for a range of bathroom brands including Jacuzzi, Heritage, Laufen and Ideal Standard
Increasing awareness and displays of the innovative range of Kinedo products, he is also providing frontline service to merchants and specifiers for Saniflo products across the whole of Scotland
Drayton has restructured its sales team, encompassing the creation of a new division focused on supporting merchants and installers and including three key appointments Nikolajs Kozlovs (Midlands), Rebecca McGhee (North) and Kimberley Chitombo (South)
This new team will be on hand to support merchant customers and will also focus on connecting with installers through trade counter days and breakfast mornings hosted in partnership with key merchants across the UK
As one of Europe s bestknown suppliers of hydronic solutions, ESBE has appointed Darren Myers as its new Sales Director to help build the company ’ s business across Britain and Ireland, bringing with him a wealth of industry experience and the ambition to broker new deals in a sector going through significant changes
Darren has spent more than 30 years representing major players in the UK’s HVAC industry and is tasked with introducing customers to potentially unfamiliar product categories that are fully relevant to the roll-out of renewables
MERCHANT FOCUS
BENCE BUILDERS MERCHANTS 170TH ANNIVERSARY
George Bence & Sons has become one of the few businesses in the world to make it to 170 years Born in 1854 during the reign of Queen Victoria, deliveries were made by horse and cart from the Mount Pleasant area in the centre of the spa town of Cheltenham and to this day, the company’s headquarters still operates from this original site
The business now has eight branches and spans from mixed merchants to high end kitchen & bathroom showrooms, standalone roofing, decorating and plumbing centres to a supply and fit doors & windows operation along with a thriving online bathrooms company.
Chris Bence, the fifth generation of the family to run the business and current Group Chairman, commented: “As a multi generation family business owner, I can look with much satisfaction at our company and family history and examine what we’ve done to stay relevant over the years The business has survived and since thrived through world wars, pandemics and multiple recessions
“I feel so honoured and content that I have played a part in our current history and do not doubt that we will make 200 years under the next generations!”
Bences has plans to open two branches in the coming period together with a £½ million renovation of its flagship kitchen & bathroom showroom, Obsidian Interiors, beginning in July
Use the shortcode www.rdr.link/mbf009 to watch a short video to celebrate its 170 years of service.
PBM considers some of the latest news stories from across the merchant sector including a milestone anniversary, new branch openings, acquisitions, range expansions and more.
WOLSELEY GROUP RENEWABLES BY WOLSELEY & R.E.S ACQUISITION
Launching through all 400+ Plumb Centre branches and online, the new ‘Renewables by Wolseley’ offering features a wide variety of products including air and ground source heat pumps, district heating solutions, solar panels, battery storage and specialist accessories from leading brands such as Panasonic, Vaillant, Mitsubishi, Samsung, Bosch, Ideal, Daikin and Grant Chief Operating Officer John Hancock said: “Renewables by Wolseley is part of a longer-term strategy to enhance our capabilities and offering in renewable heating and energy efficient solutions The aim is to connect our customers, colleagues, and suppliers in delivering energy-efficient solutions into the market that make a difference ”
Building on this strategy, the Group has also announced the acquisition of MCSaccredited renewables specialist, R E S – Renewable Equipment Solutions Working with the trade, it supplies a complete range of renewable and energy-efficient technologies for homes and businesses across the UK, offering a standalone or fully integrated renewables package.
Simon Gray, Wolseley Group CEO, commented: “Adding R E S to our group of brands is essential for us to be successful in supporting our customers moving towards environmentally friendly products Our recent launch of Renewables by Wolseley is pivotal to this acquisition. Utilising the vast expertise of R.E.S and combining this with our extensive product range from industry leading brands provides our customers with the very best in the market ”
TRAVIS PERKINS ‘WHOLEHOUSE’ PLATFORM
Travis Perkins has announced the completion of the first homes designed and built using its “groundbreaking” WholeHouse platform in Leicestershire Launched last year, the concept was specifically created for housebuilders building up to 250 units a year and allows them to quickly produce a bespoke digital model of a house before physically constructing it to ensure “detailed and accurate design, plans and material pricing of developments from the first day ”
Using the WholeHouse platform, Bowbridge Homes has now built a pair of semi-detached properties on its site near Melton Mowbray, enabling it to increase their thermal performance and try new renewable heating packages without having to spend months changing designs and checking compliance with the latest regulations
With further site starts expected to begin later this year, Lee Jackson, Director of WholeHouse at TP, said: “Seeing the first homes completed using the WholeHouse platform is a fantastic achievement This platform was designed to simplify the complex process of building new homes, and now we can see its real-world impact ”
PDM
KILMARNOCK BRANCH
PDM has unveiled a major upgrade to its Kilmarnock branch with the investment enabling the depot to “better support the needs of existing and new customers” via a significantly expanded product range across a retail floorspace that has tripled in size The upgraded facilities were officially opened by Daksh Gupta, CEO of Huws Gray Group, PDM’s parent company.
Having held a presence in the town for over 25 years, PDM moved to its current location in 2006 to provide a wider product offering beyond its traditional ranges of above and below ground drainage products The revamped branch now occupies a total area of almost 1 5 acres, with the interior boasting a fully open plan retail space that enjoys complete line of sight from the counter whilst allowing the branch to offer additional stock and an extended range of drainage, plumbing, roofing, fencing, electrical and general building products
ELLIOTTS
NEW LANDSCAPING DISPLAY
JEWSON PARTNERSHIP SOLUTIONS “RECORD BRANCH ROLL OUT”
JPS has completed its biggest expansion project to date with the roll out of five new branches in just one month
Throughout April, it launched the stores in collaboration with a variety of social housing providers across the UK having secured a number of new contracts and the new sites will provide services for a wide range of social landlords including Wheatley Homes East, Home Group, Saxon Weald and Settle Group
MD Scott Cooper (pictured) said: “Public sector bodies like councils and housing associations are some of the most hard-pressed businesses when it comes to identifying potential time and cash savings They need to prove they’re taking all the steps possible to make their operations as efficient and effective as they can be
“Our branches have been designed specifically with this in mind They act as a one-stop-shop for operatives to access all the relevant and necessary materials for the specific maintenance requirements of their sites.”
JPS reports that plans are in place for the opening of a further 11 stores before the final quarter of the year
NATIONAL TIMBER GROUP ARNOLD LAVER BRANCH NETWORK
National Timber Group has brought two of its specialist timber merchant businesses together under one brand with all NYTimber branches becoming part of the Arnold Laver nationwide branch network Staff from Arnold Laver Hebburn have relocated to join those at the former NYTimber branch at Hendon, Sunderland to form one branch with a single team Arnold Laver Sunderland Site facilities have been improved and there is a wider range of stock whilst, similarly, the former Northallerton NYTimber head office site is now Arnold Laver Northallerton.
Tom Andrews, Trade Branch Director NTG England, said: “We now have 15 Arnold Laver branches in the network staffed by people with significant timber knowledge and experience, providing an even stronger regional offer for our customers.”
Composite decking, porcelain paving, timber sleepers and more are now on show at Elliotts Lymington following the recent launch of a new landscaping area featuring popular brands such as Talasey, Millboard, Brett and Namgrass Lymington Mayor, Cllr Jack Davies, helped cut the ribbon on the new display at a special launch and Branch Manager Paul Wareham said: “What was once just a hardstanding area for cars has now been transformed into an incredible landscaping display which will really help our customers choose the best materials and products for their landscaping projects ”
The striking display boards, pods and graphics were designed by exhibition builders, Applewood, who were brought in to help “break the mould of normal merchant landscaping displays ”
The new display comes two years after Elliotts opened its Lymington branch, investing £5million into the location which houses a drive-through for material collections and a large Elliotts Living Spaces kitchen and bathroom showroom. Updated displays are now also on show at Elliotts Ringwood and Fareham
Huws Gray Group CEO Daksh Gupta with Kilmarnock Branch Manager Neal Allan and PDM MD Eddie Hernon
T R A I N I N G Z O N E
Embracing apprenticeships
Marianna Peet, BMF Apprenticeships Manager, highlights the value of apprenticeships in developing a stronger future for the building materials sector.
The BMF’s sector awareness campaign showing how we Make a Material Difference will be fully launched this autumn It is designed to put building materials on the map of public consciousness, and to build pride in what we do by positioning it as a vital, varied and vibrant sector with attractive career opportunities
Aimed at those choosing their first career as well as those looking for a career change, the campaign gives six great reasons to work in building materials and one easy way in, via a dedicated website where content from BMF members will show potential recruits what the industr y can do for them and why they should choose a career in building materials
In a competitive market, apprenticeships are one of the key tools BMF members can use to differentiate our sector and attract and train the range of skilled professionals our industr y needs With rapid advancements in technolog y and increasing demand for sustainable construction practices, there is an urgent need for a workforce capable of driving innovation and efficiency and the importance of apprenticeships cannot be overstated:
• Apprenticeships provide a unique blend of on-the-job training and classroom instruction, allowing individuals to gain valuable hands-on experience while earning a wage This dual approach not only equips apprentices with the technical skills required for their roles but also fosters a deep understanding of industr y-specific practices and standards
• Apprentices are not just for career starters By offering apprenticeships to experienced workers, companies can tap into a wealth of knowledge and expertise, fostering a culture of continuous learning and professional development.
• Apprenticeships play a crucial role in
equipping workers with the skills required to meet the sector's evolving challenges. They offer employers a practical and effective solution to bridge the skills gap, ensuring a steady pipeline of trained workers ready to meet the industr y ' s demands
Simplifying the process
Apprenticeships needn’t be complicated The BMF’s fully managed apprenticeship ser vice removes the administrative burden from employers, allowing them to focus on their core business operations By managing the Digital Apprenticeship Ser vice (DAS) system, handling any issues that arise, and continuously updating our programmes to meet the evolving needs of the sector, we ensure a seamless experience for both employers and apprentices
Our ser vice includes:
DAS Management: The BMF takes care of the DAS system, from initial setup to ongoing management, ensuring compliance and maximising funding opportunities
Issue Resolution: Our dedicated team will promptly address any challenges that may arise, providing effective solutions to keep the apprenticeship journey on track
Programme Development: We continuously review and expand our apprenticeship offerings, introducing new programmes and ensuring members have access to the most relevant and up-to-date training options We currently offer 30 (and growing) programmes, covering management, sales, data, trade counter, admin, marketing, and more.
Incorporating apprenticeships into your hiring strateg y is a smart investment that yields significant returns By leveraging our fully
managed apprenticeship ser vice, you can streamline the process.
Together, we can build a stronger, more resilient industr y, equipped to meet the challenges of tomorrow
Contact Marianna.peet@bmf.org.uk to find out more
For further information on the BMF’s sector awareness campaign, use the shortcode www.rdr.link/mbf010
n BMF training ranges from formal Apprenticeships and, with leading British universities, sector-specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training
Training drive
The national shortage of HGV drivers has been a concern for builders’ merchants and suppliers of construction materials for some time, with many struggling to train and test the drivers they need. However, the Government is funding training for merchants to help upskill existing employees and keep Britain building.
Darren Clapich, Commercial Director of
driver training specialist HGVC, explains more.
Merchants and construction firms have struggled to train and test HGV drivers for many years For example, figures from the Builders Merchants Federation found that 67% of merchants and 86% of suppliers faced haulage difficulties in 2021.
At the time, BMF Chief Executive John Newcomb said that while merchants and suppliers were willing to recruit or retrain existing staff as drivers, there were limited opportunities for training and testing
This shortage was leading to severe delays in deliveries. The standard five-day lead time doubled to 10 days In some instances, lead times stretched to nearly four weeks
And while the acute driver shortage has eased, the chronic shortage remains with many merchants still struggling to recruit experienced drivers. As a result, merchants face another significant impact from the lack of ready-trained drivers to get drivers behind the wheel, they may need to recruit new or novice drivers or retrain existing employees
However, this can lead to several headaches for merchants and their transport and logistics managers Firstly, the cost of training new drivers is significant, especially if merchants do not have the infrastructure to help Equally, buying new lorries for training and testing and getting instructors can be expensive.
“Firms can access up to 90% subsidy to upskill existing employees to become HGV drivers through the Government’s Skills Bootcamps in HGV Driving, funded by the Depar tment for Education (DfE).”
Without knowledge or experience in running and managing training courses, merchants may take longer to train new drivers This inexperience increases the cost of training and further delays or disrupts services
So, while it may be tempting for merchants to take on the training for new or novice HGV drivers themselves, it may only create more headaches and increase costs in the medium term
What is the solution?
Instead, merchants can benefit from fully managed HGV driver training. Such a ser vice helps centralise the process and takes candidates from a medical exam to practical driving training and testing
By centralising the process, new candidates and existing employees can be trained more quickly. This process reduces the pressures on merchants and decreases costs.
In addit ion, f ir ms c an access up to 90% subsidy to upsk i l l exist ing employe es to b e come HGV dr ivers t hroug h t he G over nment’s Sk i l ls
HGVC’s Darren Clapich
B o otc amps in HGV Dr iv ing , f unde d by t he D ep ar t ment for E duc at ion (DfE) Thes e HGV Sk i l ls B o otc amps are f lexible cours es of up to 16 we eks and prov ide t he opp or tunit y to bui ld s e c tor-sp e cif ic sk i l ls. First l aunche d in D e cemb er 2021, t he G over nment has committe d a f ur t her £50m unt i l Febr u ar y 2026
The DfE funding offers a lifeline for merchants large and small dealing with budget constraints For organisations with 250 employees or more, the DfE is funding 70% of the HGV driver training programme For those with fewer than 250 employees, the DfE is funding 90% of the course cost. Merchants must provide the remaining funds.
Upskilling staff
Securing a lead role in the Government’s Skills Bootcamps in HGV Driving, HGVC has nearly 1,900 places available to train HGV drivers for merchants over the next two years. The HGV training specialist is focusing on supporting merchants looking to upskill existing staff via three pathways helping novice drivers gain their Categor y C (rigid lorr y) licence, a Categor y C+E (articulated lorr y) licence or supporting those with a Categor y C licence upgrade to a Categor y C+E
There are no
others like us…
Customer support matter s
Jason Smith, Managing Director at Okarno, looks at how it is going the extra mile for merchants.
Having a reliable supplier that can consistently deliver products when you need them is crucial for any merchant Timely deliver y ensures that the business can meet demand from customers and avoid any potential delays or disruptions in their operations. It allows merchants to maintain a smooth and efficient supply chain, which in turn enhances customer satisfaction and loyalty
It’s the reason we ’ ve always been clear about our offering: Okarno provides a unique ser vice by combining market-leading trade brands and delivering them in a sustainable way directly through three ser vice offerings: Customers can choose from single pallets, mixed pallet loads, through to small parcels.
Recently for example, HGVC helped MKM Building Supplies train 54 drivers under the Skills Bootcamps in HGV Driving Under the contract, HGVC delivered funded courses, where the DfE provided a 70% contribution
The UK’s largest independent builders’ merchant and expanding across the UK, MKM reported a 13% increase in annual revenue last year. To meet this growing customer demand and support its continued business growth, the firm wanted to upskill its existing staff
Accordingly, it outsourced the training to HGVC for a fully managed ser vice and access to the DfE funding As part of the training, HGVC provided access to monthly and on-request reporting to update the training team on the progress of each delegate, ensuring MKM had visibility of where each candidate was on their training journey
Ultimately, the additional drivers enabled MKM to meet customer needs more effectively while providing a smooth and organised experience
For merchants, when drivers are business critical, such outsourced training is a major opportunity to upskill their staff with a significant subsidy from the Government, get more drivers behind the wheel and keep Britain building
n For more information on the driver training schemes available through HGVC, use the shortcode www.rdr.link/mbf013 “ B y c e n t r a l i s i n g t h e p r o c e
They can order as little as a single pallet, whether that’s a full pallet of a single product, or a mixed pallet of products from across the range The Okarno Gyproc Express service also allows customers to order a single parcel of product for small and speedy orders
To stay ahead of competition, merchants also require support with point of sale (POS) and merchandising. Our POS displays can significantly impact sales by attracting customers and showcasing existing and new products in an appealing way
Marketing support, too, is essential as we look to help merchants target growing market sectors For example, we recently introduced Dalapro Roll Nova, a ready-mixed roller filler that provides contractors with a fast and easy way of creating a perfect plastered finish
Another important aspect is online product training. This ensures that our merchant customers have the knowledge and skills necessary to sell products effectively They are available on our YouTube channel
Personal interaction has always been crucial and still is, which is why we remain committed to it We like to think that our team provide valuable insights to merchants, helping them make informed buying decisions. It’s a great way to share knowledge and expertise.
Our rebrand to Okarno brings all these essential support ser vices together
n For more on Okarno’s support for merchants, use the shortcode www.rdr.link/mbf115
Contract talks
When did you last review your transport fleet? FVTH has spent the last 30 years supporting merchant fleets among our wide portfolio of customers Understanding the industr y and working to ensure an efficient transport fleet for our customers is just one way in which we add value to our contract hire proposition.
With all commercial vehicles now commanding high prices, and extended lead times, managing the costs of a fleet can be difficult Moving from outright purchase, contract hire offers a way to offset the capital outlay and leave the merchant with access to funds for stock investment
Equally, the moving of compliance issues to the contract hire provider can also provide peace of mind that the vehicle is always legal and roadworthy
Extra capacity
Partnering with a company that offers a rental proposition as well as contract hire can ensure that there are vehicles to supplement peak requirements and is an extra value proposition for customers
Furthermore, offering a total package that includes maintenance support can remove
many of the headaches around running a fleet. The addition of fleet support services through systems such as R2C and a compliance team can make sure that vehicles are kept on the road Fast response to breakdowns and 24/7 contacts additionally all make for less problems and more solutions
Future fuels
Alternative fuels are now starting to make inroads into the industr y and although the combination of large vehicles and real power is still one that is being developed, the future is going to be different. Understanding the offers, what is already on the market and what is coming, cannot be ignored
Partnering with a transport company that can help find the answers to all these questions makes complete business sense
Choose a partner who has contacts with many other suppliers to get the full picture. Let them travel this journey with you.
Long term partnerships have been key to FVTH’s approach and one of our long-term relationships is with Raven Roofing Supplies, with the two family-run firms having worked together for over 25 years Second generation directors are now in partnership, taking on the mantle from older generations, and making the most of these established and experienced working connections
Recently, FVTH handed over the first four DAF CF320 26t vehicles. Built to a FVTH specification, the DAFs have rearmount HIAB remote control cranes, Bevan dropside bodies, and are fully DVS compliant
Increasing numbers of operators have moved to contract hire for their fleet needs across the past five years. And, when backed up by short-term rental, FVTH Managing Director Tim Houghton argues that this approach works well for many SME firms in the market.
through Spillards 4-way recordable cameras and human detection system
The vehicles will be supporting three of the Raven Roofing Supplies locations in Hawkhurst, Thatcham and Basingstoke Continual investment in its fleet means that it can ensure it delivers to its customers and remain one of the leading independent roofing merchants in the south of England
With five branches across the south from Swindon to Hawkhurst, R aven Roofing Supplies was founded in 1972 and has extensive experience and knowledge of the roofing industr y with expert teams at each location
Building a mutually beneficial partnership, with each company working to their own strengths, has built in advantages for all
n A commercial truck and van lease and hire company since 1985 with locations in Portsmouth and Colnbrook, in the last five years FVTH has grown its fleet of builders’ merchant vehicles with the addition of several 18t and 26t crane vehicles.
n For more information, use the shortcode www rdr link/mbf014
Delivering with data
Using a combination of GPS technolog y, sensors and the vehicle’s electric motor or ic-engine performance information, telematics systems deliver the vital statistics that every warehouse or distribution centre manager needs to understand precisely how productive and costefficient their materials handling equipment (MHE) is and, arguably most importantly of all, how safely it is being operated.
Truck-connected telematics technolog y will flag-up any under-used vehicles within the fleet regardless of whether a company has several hundred units or one or two machines in operation e data can highlight trucks with lower-than-expected usage rates, prompting users take the necessar y action to drive down their monthly MHE running costs For instance, trucks might be switched to other areas of the business where they can be more productive or, in some cases, equipment may even be removed from the fleet altogether if the figures fed back by the telematics system demonstrate that usage rates consistently fall below what is forecast
But, of course, efficient forkli fleet utilisation is about more than just knowing how oen a truck is used: managers need to consider how operators are performing too. For example, how busy are they during their working day? Could they be more helpful if they were reassigned to undertake alternative tasks during their shi? Are more
drivers needed to run the operation smoothly or is the opposite the case? Are drivers operating the trucks safely?
By tracking individual driver activity, telematics delivers the kind of actionable data that will answer these questions and plenty more
On-site safety is another cornerstone of cost-efficient materials handling that can be improved by the data gathered by telematics systems For instance, losses incurred because of accidental damage to the goods, building or the truck itself can typically represent 5-15% of a forkli’s operating expenses
Telematics systems, such as Toyota’s I Site, can help safety conscious companies reduce the potential for accidents in several ways including pinpointing precisely where forkli mishaps take place If the data indicates that a certain location within the warehouse is something of an accident ‘black spot’, management will be alerted and, if necessar y, additional safety measures can be introduced to cut the likelihood of further incidents in and around the area
A significant percentage of a company ’ s MHE budget can be taken up by the efficiency or otherwise of the battery changing and recharging process but, by using data supplied by on-truck telemetry to monitor battery and charger performance, potentially costly problems can be avoided Failure to properly oversee the critically important recharging regime could also damage the
Telematics systems deliver the vital statistics that every business needs to get the most from its materials handling equipment budget. However, Steve Ross, Operations Manager — Connectivity and Digital Products at Toyota Material Handling UK, warns that having plenty of data is of little or no value if users have no idea what the figures mean and how to use them.
equipment and will certainly result in higher than necessary operating costs
However, if the statistics can’t be harnessed because they are presented in a way that only a professional data scientist could understand they will be of little or no value.
From the outset, I Site has been designed to deliver valuable business insights, rather than simply supply users with figures and statistics Moreover, by presenting a crystal-clear overview of everything users need to measure, analyse and improve their material handling operation I Site allows logistics managers to take the sometimes-difficult decisions that are needed to keep full control of the processes they oversee
I Site is factor y fitted as standard on all Toyota warehouse trucks and the latest version of the system will receive its UK launch this summer.
n For more information on Toyota forklifts and its telematics solutions, enter the shortcode www.rdr.link/mbf015
COMBILIFT SAFE-LIFT
The new Combi Safe-Lift from Combilift is an anti-overload device which enables operators to avoid the pitfalls of potential overloading, which can have serious consequences if it occurs Several factors can influence a forklift truck to become overloaded including the load centre, weight of load, lift height and the type of load and the new solution incorporates a strain sensor on the mast section and a lift cut-out valve on the hydraulic line to disable lifting if the unit is being potentially overloaded
There is an audible alarm which warns the operator of an overload situation whilst a load moment indicator is fitted to the dashboard in the cab Its green, amber and red ‘traffic light’ signalling means the operator can see when there is a risk of overloading or, for example, when the forks are not fully engaged and take appropriate action
MD Martin McVicar: “We offer the Combi Safe-Lift as an option at the moment but we believe that this simple and cost-effective system should become a standard option on all counterbalance trucks in future. Fitting a straightforward device such as the Combi Safe-Lift is an effective way to reduce risks for the operator and other personnel, and also to avoid product damage as well as costly repairs.”
n Use the shortcode www.rdr.link/mbf016 to discover more.
HIAB
ELECTRIC HYBRID CRANE
TRAVIS PERKINS PLC
SOUND ALERT SAFETY SYSTEM
A total of 1,200 forklifts across the Group are now electric as part of its strategic plan to replace fossil fuel vehicles Around 600 of these have been fitted with a unique sound alert system named SIVAS to address concerns about the electric forklifts’ operational quietness compared to their diesel engine counterparts, and the potential safety risk this could pose
The SIVAS sound alert was developed as part of a sound study commissioned by Travis Perkins plc’s Technical Fleet Director, Karl Wilshaw, on behalf of the Group that was conducted by the University of Salford Manchester’s specialist acoustics testing team The SIVAS sound alert came out top when tested by the Group’s forklift drivers based on its detectable and unique sound
Richard Byrne, HSE & Fleet Director at Travis Perkins plc, explained: “This sound study has solved a problem that applies to so many in our industry, and so we plan to share this with the industry to promote best practice
“Besides saving direct emissions, switching from diesel to electric forklifts also makes for a quieter work environment for colleagues and customers who visit our branches Operationally, they are more reliable and incur less downtime, which means they also enable us to serve our customers more efficiently ”
TRELLEBORG TYRES SUSTAINABLE TYRES
The necessity for eco-friendly solutions in tyre production and recycling processes is being compounded by the escalating costs of petroleum-based rubber alongside a demand for materials that boost operational efficiency and cut long-term expenses Through what it describes as a “revolutionary approach to materials sourcing and manufacturing processes,” Trelleborg Tyres says it is now capable of delivering solutions “that not only perform exceptionally but also reduce carbon emissions and environmental footprint significantly ”
For example, the XP1000 advanced treads for material handling equipment are crafted from high-performance compounds made with recycled materials to ensure longevity and significant emissions reduction, whilst an exclusive Pit Stop Line helps minimise waste
These features are said to enable extra battery power for electric forklifts and reduced fuel consumption for internal combustion trucks, whilst the tyre’s middle cushion layer is also designed to absorb road roughness to minimise vibrations while maximising operator comfort and safety
n Enter www.rdr.link/mbf017 for further information.
Hiab has launched a new portfolio of emission-free, quiet electric hybrid crane solutions able to operate using power from both the truck engine and a separate electric power take-off (ePTO) The battery pack for two of three new models in the third-generation ePTO portfolio is integrated on the crane base for easier installation and a more compact size HIAB wspr is available as an option for mid-range HIAB loader cranes in the HiPro range
The firm’s Mattias Berglund commented: “A HIAB wspr solution, operated by electric power, is better for people and the planet as it is emission-free and future proofs businesses for stricter regulations By being emission-free and near silent it also provides the flexibility to operate in low- or no-emission zones, or late at night, thereby increasing business opportunities ”
To help improve operator productivity and safety, Hiab has also recently launched the MyHiab mobile app a ‘digital companion’ which provides features and content about the equipment throughout its lifecycle, providing users with immediate access to the tools they need to better plan their working day and troubleshoot when things are not working as expected.
n Go to www.rdr.link/mbf018 to learn more.
Triumphing with tech
As the impact of data continues to grow in importance for merchants and manufacturers looking to maximise both sales opportunities and operational efficiency, National Buying Group has invested heavily in the development of its tech infrastructure over recent years. Les Boyle, NBG’s Head of Technology & Systems, offers an in-depth take on the three main platforms this infrastructure is centred upon and the benefits they bring to Partners and Suppliers alike.
We all know that the building materials sector is a people-centric industr y Whether through negotiations between merchants and Suppliers or doing business with our valued customers, most tend to agree that business is done most effectively in person.
If there’s one thing the last four years or so has taught us, however, it’s that digital channels and tools can certainly play a massively important role
At NBG, one of three pillars underpinning our strategy is ‘enhanced business performance’. While we know our merchant Partners want to benefit from excellence in buying and be part of a supportive community, above all they want their businesses to perform to their full potential
The robust IT infrastructure we ’ ve invested in is broadly centred around three core platforms with each designed for that specific purpose to help our Partners to overcome some prominent challenges and our Suppliers to generate more sales opportunities
Combatting pricing volatility
Supply chain disruption initially caused by the pandemic was then followed by commodity shortages, logistical issues and the war in Ukraine, all of which caused rapid and regular movements in Supplier prices. Understandably, independent merchants have found it challenging to stay on top of those frequent price changes and this is one of the many reasons why we ’ ve elected to invest so heavily in our own Product
Information Management (PIM) system since introducing it back in October 2020.
The PIM enables Suppliers to feed pricing updates through to our Partner network quickly and at scale, while also offering other essential product data such as materials, dimensions, weights, USPs and images We believe our PIM is the most technically advanced product management software available to independent merchants and it is proving to be an invaluable resource, with 93% of our Suppliers providing data, and 92% Supplier pricing data deemed to be complete.
While the aim remains 100% across both criteria, we ’ re clearly making positive strides towards a completely seamless feed-through of critical data from Supplier to merchant
To put its value in context, figures from
Transforming business processes
Over the last few years there has been a significant rise in the use of job management software by hard working professionals, many of whom shop at their local builders’ or plumbers’ merchant
The reasons for this move are many, but the main drivers include automating tasks, decluttering administration and moving to a system that helps tradespeople to grow their business while giving them back the time to do the things they love
Job management software, like Fergus, allows tradespeople to become more efficient, manage their teams, invoice on time and monitor profit levels on ever y single job. It also allows them to review and order materials from their preferred merchant O ver 26 building and plumbing merchants, as well as electrical wholesalers, are now integrated on the Fergus platform, helping their customers to manage their supplier interactions, invoicing and job costing quickly, saving time and money.
Benefits for merchants
For merchants, this integration has the potential to deliver valuable data on
purchase patterns, levels and trends and adds a level of customer loyalty and convenience. Fergus was originally developed in New Zealand and soon grew in Australia too with merchants and wholesalers in these territories soon finding that the integration with job management
companies increased sales levels and opened up sales insights.
The supplier integrations allow automatic import of supplier invoices, directly matching line items to the appropriate jobs This saves significant time for tradespeople as the painstaking process
provide a “comprehensive approach to managing and securing traffic flow across an organisation’s network, especially in geographically dispersed locations.”
Implementation
Working closely with Fortinet, Xalient designed a solution to meet Lords’ requirements By addressing essential aspects such as VPN migration, unsupported hardware in addition to enhanced security infrastructure and bandwidth management, Xalient says it has reduced site setup times and “seamlessly integrated” new sites into the new network fabric
Taking charge of the implementation process, Xalient ensured the Fortinet SD-WAN was further integrated into Lord’s existing infrastructure, including configuring the SD-WAN deployment, setting up security protocols, and optimising network performance. By employing “affordable and easily accessible” broadband connections, Fortinet SD-WAN is also said to have reduced the costs associated with traditional MPLS connections, providing a cost-effective alternative
Lords has employed Xalient through three acquisitions, with fifteen sites currently live and operational and the remaining depots on track for completion throughout 2024. The “standardised approach” is intended to ensure operational efficiency whilst the “centralised security policy has improved perimeter posture,” providing the merchant with a turnkey solution for mergers and acquisitions
Cementing the partnership, a three-year ‘Managed Ser vices’ contract was signed with Xalient in May 2023 to improve the efficiency and dependability of the firm’s IT operations. The ser vice provider continues to provide ongoing support to ensure the continued effectiveness and security of the implemented solutions, including monitoring network performance, troubleshooting issues and implementing any necessar y updates or modifications
Welcome guidance
Key factors said to have contributed to the success of the implementation include Xalient’s “in-depth understanding of Lords’ applications, demonstrated competencies, resource deployment agility, dedicated account support and outstanding customer feedback.” Darren Price, General Merchanting Trading Managing Director for Lords, commented: “Xalient has been a friendly professional team guiding us in all our network needs ”
n For more information on the networking and security solutions offered by Xalient, use the shortcode www.rdr.link/mbf023
Lords’ branch in Sutton
EPICOR
AI AND DATA MANAGEMENT
The new Epicor Grow portfolio is described as an “integrated set of Artificial Intelligence (AI) and Business Intelligence (BI) capabilities, powered by an industry-focused data platform” that is tuned specifically for the requirements of building supplies businesses Launched at the recent Epicor Insights 2024 user conference in Nashville, the portfolio “reimagines how AI-powered ERP software can and should serve supply chain industries” and its development has been guided by the company’s vision to “transform traditional ERP from a system of record to a system of action ”
Vaibhav Vohra, Epicor Chief Product & Technology Officer, explains that the portfolio leverages many types of AI generative, machine learning, natural language processing, predictive analytics and more to give users the insights and efficiencies they need to drive more value
He said: “We know the keys to realising the full power of AI revolve around two important things: applying AI to a well-defined, practical business issue, and leveraging high quality data Our new Epicor Grow portfolio delivers on both fronts, putting workers at the centre of the intelligence ecosystem.”
BORDER MERCHANT SYSTEMS LATEST UPDATES
Offering a comprehensive solution that “allows merchants to manage their entire operation, from counter and online sales, through to stock management and accounting,”
Border says its latest system update is “jam packed” with enhancements including changes to its ePOD electronic proof of delivery app and the Prommt integrated pay by link service
Launched last year, the ePOD app supports merchants with their order delivery planning, scheduling, tracking and document archiving, all linked in real time to their Border system Added ‘where is my order’ (WIMO) functionality allows customers to track the status of their order from confirmation to picking, loading and delivery.
Based on feedback from users, ePOD is now having its first major update This includes further improvement to customer notifications via text and WIMO in addition to rules-based options for what happens in the system when an order is not fully delivered
Giving users a secure way to collect payments for ‘customer not present’ transactions, Prommt has undergone a brand makeover and functionality update alongside enhancements such as the ability to add payment links to quick and formal quotes, and back-office payment requests for collecting account payments Prommt also supports ‘pay by bank’, saving the merchant card transaction fees
A new version of Border’s web account portal (v2) is also due to be launched shortly, allowing trade customers to view their orders, quotes, get copy documents, run statements and pay their account online all via a secure login from the merchant’s website.
MERLIN BUSINESS SOFTWARE ERP BUYERS GUIDE
Merlin says that to stay ahead of shifting consumer demand and supply chain challenges, merchants need to deploy the right technology solutions to ensure they can meet and exceed their customer’s expectations The latest eBook available from the company, which was acquired in 2022 by Aptean, explains the benefits of adopting an industry-specific solution and identifies the key functionality merchants will need to enhance their business operations
The guide explains how a purpose-built ERP system can eliminate the need for manual data entry and processing, helping to optimise operational and supply chain efficiencies whilst allowing users to streamline business-critical processes and maintain data integrity.
WORCESTER BOSCH
CS5800I HYBRID HEAT PUMP
Said to offer year-round, low-carbon comfort, the CS5800i Hybrid Heat Pump is described as providing homeowners the instant heat, control and comfort they are used to by allowing a heat pump and boiler to work seamlessly together Co-created with installers’ input and built for speed and simplicity, the new product pairs the CS5800i Heat Pump with the intelligent CS5800i Hybrid Unit
By harnessing natural energy for everyday heating needs and seamlessly switching to a boiler for extra warmth during chilly spells or the colder months, Worcester Bosch says the CS5800i Hybrid Heat Pump delivers electrified heating without losing convenience
Martyn Bridges, the manufacturer’s Director of Technical Services, said: “The way we heat our homes needs to be flexible if we are to reach our net zero targets. Heat pumps will certainly play a huge part in this, however many homeowners are put off by the disruption and cost of retrofitting properties to accommodate the technology “
FERNOX TF1 SIGMA MINI
PLUMBING & HEATING
Providing a practical filter solution for smaller volume systems with restricted space, Fernox has launched the new sealed and ultra-compact TF1 Sigma Mini Said to provide an excellent collection capacity to capture system contaminants, it is simple to install and service and the latest addition to the extensive Fernox portfolio ensures installers can find a filter option to suit every requirement.
The filter comes ready-to-install and is easy to fit in under two minutes thanks to its slip socket manifold design Ideally installed horizontally on vertical pipework, the sealed filter can be installed in tight spaces as it only requires a 106mm pipework footprint.
INSTANTOR UK PORTFOLIO
One of the leading suppliers in Ireland, Instantor has manufactured state-of-the-art products for professional plumbers since 1926 Now, the business is bringing its highquality heating and plumbing products to the UK market, having showcased its latest innovations at the recent InstallerSHOW 2024.
The manufacturer’s range includes press solutions, offering systems for applications such as Multilayer Pex-Al-Pex press, copper press for water, copper press for gas, stainless steel press and Paktermo by Instantor corrugated stainless steel tube and fittings In addition, the UK portfolio includes press tools and jaws, Elemex and Immertec immersion heaters and a selection of easy to fit domestic and commercial pumps from sister company Tucson Pumps
SALAMANDER PUMPS DIGITAL WATER MULTIMETER
Reportedly the first of its kind on the UK market, AquaScan is a portable, hand-held water measuring device with 4-in-1 measurement capabilities including flow, pressure, temperature and water hardness to deliver precise water insight With its compact design, the device will efficiently identify issues, enabling plumbers to offer precise solutions to their customers Giving merchants the opportunity to diversify their technological offerings to plumbing professionals, the device is supplied in a hardwearing and robust case and includes a variety of accessories to connect the product to a range of outlets, including pipework, hoses, showers plus both indoor and outdoor taps n
BAXI FREEDOM HEAT PUMPS
One of the UK’s largest dedicated heat pump distributors, Freedom Heat Pumps has chosen Baxi to forge a new strategic partnership, combining its market expertise with the manufacturer’s heat pump range and award winning customer service and support network The distributor was founded in 2010 and already supplies a number of merchant businesses, having established its reputation for a full range of heat pumps from leading manufacturers as well as complementary accessories and cylinders
Baxi’s Bamber Bridge factory is less than two miles from Freedom’s distribution centre, giving the match an additional closeness to ensure a seamless integration of the supplier’s products into Freedom’s distribution channels
Rob Pearse, Baxi’s Distribution Sales Director, said: “Being neighbours in Bamber Bridge underscores the efficiency and alignment between our two companies, which we expect will lead to faster delivery times and superior customer service.”
ROCKWOOL TRADE RANGE
In addition to expanding its non-combustible stone wool insulation range for builders and tradespeople by launching two new products 150mm thermal Insulation Cavity slab 32 and 140mm sound Insulation slab the manufacturer is also introducing more sustainable product packaging across the ROCKWOOl trade Range
Cameron lee, National sales Manager Merchants & DIy, explained: “We’re continually seeking ways to reduce landfill waste and minimise the use of virgin materials as a result, our new product packaging contains at least 30% recycled content and is made with less ink making it easier to recycle We will be rolling out the new packaging throughout the year ” the manufacturer has also produced a refreshed version of its trade application guide billed as the ultimate guide to its trade Range and a helpful sales tool for merchants
Go to www.rdr.link/mbf037 for more information.
HULTAFORS GROUP STAINLESS-STEEL BRICK-MATE
a staple in the bricklaying industry for over two decades, the “iconic” Brick-Mate specialist tape measure is now available as a stainless-steel model this new iteration is said to offer even more durability and resistance to corrosion, ensuring long-lasting performance supplied in a handy four-piece countertop display unit, the new product launch is being supported by comprehensive marketing campaign to drive interest
Enter www rdr link/mbf038 to find out more
CISTERMISER COMBIMATE COMPETITION
Running until the end of august, customers who buy a Combimate solution for combating limescale buildup on boilers and appliances (available in 15mm or 22mm sizes) from any merchant will be eligible to enter an exciting prize draw giving merchants the opportunity to drive sales, entrants have the chance to win a Virgin Experience of their choice for two people, valued up to £200 (t&Cs apply)
For more about Combimate, head to www.rdr.link/mbf039
SUPERGLASS NEW WEBSITE
Marketing controller Rachael Metcalfe explains that the glass mineral wool insulation producer has been developing its website to include “ a suite of tools and guides to help merchants better understand our product range and advise their customers on the right solutions for their applications ” an easy-to-use u-Value calculator tool, for example, helps a merchant’s customer achieve the required u-Values for current Building Regulations whilst a newly developed product selector tool is designed to provide a more streamlined and user-friendly experience a selection of data sheets and product guides are also made available
Visit the site via www rdr link/mbf041
SR TIMBER NEW BROCHURE
the latest brochure from sR timber has more than doubled in size to 28 pages and is now available in hard copy format or via download from the company ’ s website Whilst the company is perhaps best known for its graded roofing battens, the publication details its complete range of products including carcassing timber, cedar shingles and ridge, Orientated strand Board (OsB), chipboard flooring, plywood and scaffolding boards
Download the brochure via www.rdr.link/mbf040
For more examples of supplier support for merchants on the PBM website, enter the shortcode www rdr link/mbf042
With Paul Davies
W E M B - E R - L E E !
Crawley Town’s 2-0 victory over Crewe in last season’s League Two play-off final not only propelled the West Sussex club back into League One after an absence of almost a decade, but their Wembley victory also revealed a wonderful bit of football trivia
Of the current 92 league clubs, there is now only ONE to have never played a competitive match at the national stadium, either under the famous twin towers of old or the giant arch of the new
So, who are they? Step forward Accrington Stanley The famous Lancashire club has come close a few times in the past, including losing a Papa John’s Trophy semi-final against Bolton in 2023, but the Wembley wait continues.
With a host of finals (and semi-finals) now played in the London borough of Brent, a quite remarkable 86 teams of the current 92 (as reported by Four Four Two in March 2023) have played at the stadium since the redevelopment was completed in 2007 Bour nemouth sneak onto the list only by virtue of
F O RWA R D P L A N N I N G
While all attention will doubtless still be on the Euros when this issue lands on your desks or on your screens, the new Premier League campaign will kick off on Fr id ay 16 th Au gus t with Fulham heading to Old Trafford to face Manchester United
After much speculation, Erik Ten Hag will still be in the dugout for United, and supporters will be hoping he can translate the cup success of the last two years into a more consistent performance in the league And despite their recent travails, the pull of the reds is apparent as the broadcasters have chosen to open the season with a titanic clash between teams that finished eighth and thirteenth last time around
With the fixtures confirmed, the BBC reports that the number crunchers from Opta reckon that Liverpool have the ‘easiest’ start to the season, hosting newly promoted Ipswich on the opening day plus early fixtures against three sides who finished in the bottom half of the table last year (Brentford, Forest and Bour nemouth)
having played Spurs ‘at home’ whilst White Hart Lane was being redeveloped
The, erm, ‘honour’ of holding the longest wait to return belongs to Fulham who haven’t played there since winning the FA Cup in 1975 Perhaps that’s why club owner Shahid Khan was reportedly interested in buying the ground back in 2018!
Is it worth loading up on Liverpool in your early drafts? There’s plenty of transfer speculation and with a new manager in Arne Slot, it may be a bit too much of a gamble…
Under the Opta ‘Power Rankings’ data, Newcastle have the next best run for the first five games and I find this a little more tempting Prices rises notwithstanding, A nt hon y G ord on and A le xa nd er I sa k served me well last year and I think they deserve a bit of loyalty!
Of course, much could change over the summer with doubtless plenty of post-Euro transfer ins and outs However, this is the last issue of PBM prior to the start of the new campaign, so we just wanted to whet the appetite a little and remind you that we’ll be running our popular FPL League once again next season.
